When I first started in B2B sales in 2007, I wanted to quit.
I had zero training.
I had a manual written by people who had never done outside sales.
So I pounded the pavement going to businesses door-to-door.
I also hit the phones hard making tons of dials.
I had very LITTLE success early on.
Did I close any deals in the first couple months?
My boss just told me it was a “numbers game” and to just “see more people.”
That didn’t make sense to me..
From an activity perspective, I was running circles around everyone else.
But my results were still one of the worst.
I thought I had a closing problem.
But then I started digging in and I uncovered that I actually had a decent closing ratio.
I kept digging deeper.
The root problem?
I had a lead gen problem.
I was working to generate all types of leads and most were NOT qualified prospects and ultimately led to me wasting my time.
I shifted my focus to generating more targeted leads and I rose to the top quickly in results.
I learned a two things here:
1. Always know your numbers.
2. Never take advice from someone that has not achieved what you want.
Do you agree?
PS My new free LinkedIn webinar on strategies to generate warm leads is coming up. Link here!